Page 91 - DMGT205_SALES_MANAGEMENT

Unit 6: Recruitment of Sales Personnel

14. What are not the typical roles and responsibilities of the sales manager? Notes
(a) Devising compensation and reward systems.
(b) Motivation of team members

(c) Performance evaluation
(d) Development of marketing strategies.

15. Sales managers must also make decisions about organising the sales force. Assuming the
sales force is to be managed internally, the sales manager has four broad choices for
organising the sales force. Which of the following is not one of these four choices?

(a) Customer importance (b) Customer based
(c) Geographically (d) Demographically-based.



Caselet Recruitment, Selection and Training

well established steel and silver cutlery making company which was selling to
upper, upper medium class segment of the society is to diversify and they want to
Ause plastic segment and throw away cutlery segments. This is being done due to
the present market scenario of mushrooming fast food centres all over the places, where
all the cutlery is thrown away after use. This also requires lesser manpower as the counting,
keeping records and washing of the cutlery is eliminated.
The CEO of the Co. wants to recruit about 10 salesman who are skillful and knowledgeable
in selling to these markets. He wants them to have good knowledge of plastic as well as
steel goods.
But the Regional Manager of the Co. wants to recruit a person who has the knowledge of
plastic products selling industry knows about the distribution, marketing environment
and the competitive nature of the Mkt.

Questions
1. What factors should be considered for recruitment of salesman?
2. What should be the Selection Procedure?
3. What kind of training to be imparted to the salesman?

6.8 Summary

 The recruitment policy is concerned with quality and qualifications of manpower.

 Agencies often administer batteries of tests, check references and perform task otherwise
done by the employer.
 Finally, it is important to remember whether there are any specific conditions relating to
mobility, hours of work, etc.
 Specific job details vary with the company and its situations and these should be in the ad
if it is to attract good applicants.

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